• Philosophy of CVBP
• 46 min
  1. Challenge of value: building customer value through understanding

  • Mr. Harry Macdivitt
• 83 min
  2. Conventional pricing 1

  • Mr. Ricky Coussins
• 36 min
  3. Conventional pricing 2

  • Mr. Ricky Coussins
• 68 min
  4. Differentiating

  • Mr. Ian Thomas
• 56 min
  5. Customer Value Assessment for Value-Based Pricing

  • Dr. Bradley T. Gale
• 43 min
  6. Value based pricing on customer value

  • Mr. Mike Wilkinson
• 63 min
  7. Value based selling

  • Mr. Alan Melkman
• 35 min
  8. Economics and value based pricing

  • Dr. Iestyn Williams
• 43 min
  9. EU competition law and illegal/abusive pricing

  • Prof. Barry Rodger
• 30 min
  10. The value proposition

  • Prof. Bill Donaldson
• CVBP in specific industries
• 15 min
  11. Pricing on Value in Engineering

  • Mr. Tom Rebbitt

Printable Handouts

PDF

Navigable Slide Index

1. Introduction
2. Price strategy
3. External dynamics effect on pricing strategy
4. Internal dynamics effect on pricing strategy
5. Being strategic in relation to price (1)
6. Being strategic in relation to price (2)
7. Price tactics - discounting
8. Why discount?
9. Types of discounting (1)
10. Types of discounting (2)
11. Discounting - things to consider
12. Discounting costs!
13. Price tactics - pricing and the PLC
14. Typical price and PLC expectations
15. PLC and price
16. Price and PLC - what you can do
17. Price tactics - changing prices over time
18. Raising prices
19. Decreasing prices
20. In conclusion
21. Pricing - some concluding thoughts
22. Further reading

Topics Covered

• Price strategy
• Strategic approach: understanding the situation regarding price drivers
• Being strategic in relation to price
• Price tactics
• Discounting
• Pricing and the PLC
• Changing prices over time
• Concluding thoughts
• Further reading

Links

Series:

• Pricing on Value

Categories:

• Finance, Accounting & Economics

Talk Citation

Publication History

• Published on August 10, 2010